Slow is smooth, and smooth is fast

Voss opens by dismantling the idea that negotiation is a battle of wits won through speed and cleverness. Drawing on his hostage work, he argues that rushing a negotiation almost always backfires because people need time to feel heard before they'll move. His preferred pace is deliberately, almost unnervingly slow.

He recounts negotiations where impatient counterparts pushed for quick resolution and got worse outcomes, while his own slower, more patient approach de-escalated tension and revealed information the other side hadn't intended to share. Slowing down signals confidence and control rather than weakness.

This runs directly against instinct in business contexts, where speed is prized. Voss insists that in high-stakes talks, the person who can tolerate silence and delay usually extracts more value, because urgency is a tell that benefits whoever doesn't show it.

Takeaway: the next time a negotiation feels rushed, deliberately slow your pace — it's a tactical advantage, not a cost.